Future of Sourcing - Talent Procurement https://futureofsourcing.com/tags/talent-procurement en Remote Work: Four Ways AI Creates a Talent Procurement Advantage https://futureofsourcing.com/remote-work-four-ways-ai-creates-a-talent-procurement-advantage <div class="field field-name-field-image field-type-image field-label-hidden"><div class="field-items"><div class="field-item even" rel="og:image rdfs:seeAlso" resource="https://futureofsourcing.com/sites/default/files/articles/Talent%20Procurement%20%20%281%29.png"><a href="https://futureofsourcing.com/sites/default/files/articles/Talent%20Procurement%20%20%281%29.png" title="Remote work is expected to be the biggest business change coming out of the COVID-19 pandemic." class="colorbox" rel="gallery-node-1837-xP9ZqvhHW24"><img typeof="foaf:Image" src="https://futureofsourcing.com/sites/default/files/styles/juicebox_medium/public/articles/Talent%20Procurement%20%20%281%29.png?itok=88jRnkTB" width="624" height="325" alt="Remote work is expected to be the biggest business change coming out of the COVID-19 pandemic." title="" /></a></div></div></div><div class="field field-name-field-related-news field-type-entityreference field-label-above"><div class="field-label">Related news:&nbsp;</div><div class="field-items"><div class="field-item even"><a href="/securing-remote-workforces-payments-and-customer-data-in-a-rapidly-evolving-world">Securing Remote Workforces, Payments and Customer Data in a Rapidly Evolving World </a></div></div></div><div class="field field-name-body field-type-text-with-summary field-label-hidden"><div class="field-items"><div class="field-item even" property="content:encoded"> <p>Remote work is expected to be the <a href="https://t.sidekickopen77.com/s1t/c/5/f18dQhb0S7lC8dDMPbW2n0x6l2B9nMJW7t5XZs3MqxPbW6538Y25v7rqzW1pgBJ-56dGpWdbTWb-02?te=W3R5hFj4cm2zwW4mKLS-3Fb1J1W1JxwY51L6zDHW1N3TK21L5LYBW49KvYw4fGvkDW43Wgpr4mCWg8W1Gyy2J3ZVcnJW3FgxfX3LCFz_W41QVM93SYFRZW43TC4f49Kw11W3JF3SJ3zgCLGW4cQKtC3KcDg6W3T1jVX1JzCLZ2203&amp;si=5697153419837440&amp;pi=3799dbb5-62db-4d65-b0d4-bad369240f83" target="_blank">biggest business change</a> coming out of the COVID-19 pandemic, but not the only one. Organizations are faced with many new decisions to build and sustain the talent pipeline as they come back to work:</p> <ul> <li>What&rsquo;s the right balance of contingent versus full-time staffing?</li> <li>Which markets are the best for us to source talent now that we aren&rsquo;t constrained to specific office locations?</li> <li>Which open positions would be best staffed remotely versus on-site?</li> <li>Given the market has shifted and we have a larger candidate pool to source from, how do we maximize our time, and focus on the talent most likely to engage?</li> <li>How do we increase diversity in hiring and attract candidates from underrepresented communities?</li> </ul> <p>Figuring out the answers to these questions is hard enough. Making these calls against a backdrop of pandemic-driven financial and economic uncertainty is even harder. But with the right data and insights, procurement and hiring teams can make these strategic decisions in a way that creates competitive advantage, contains costs and drives new value for their organizations.</p> <h1>Smarter Talent Location and Sourcing Decisions that Expand the Candidate Pool</h1> <p>HR and procurement leaders are playing critical roles in helping their organizations through the COVID-19 pandemic. Talent is arguably an organization&rsquo;s biggest asset &ndash; and that especially rings true during difficult times when there&rsquo;s extra pressure for results. But expanding the talent pool is only half the battle. During a crisis, organizations need to simultaneously control costs.</p> <p>There are four main ways in which AI is enabling organizations to find the talent they need, at the right cost, and faster than the competition.</p> <ol> <li><strong>Identify cost-effective talent hubs. </strong></li> </ol> <p>It&rsquo;s easy to stick with what you know. Maybe you&rsquo;ve always looked for software engineers in San Francisco because you know the quality of talent is high. Or, perhaps you gravitate to hiring your finance team out of Manhattan because there&rsquo;s a surplus of ex-Wall Streeters ready to try something new.</p> <p>While both cities are talent hubs for a reason, failing to explore other markets is a missed opportunity for your organization. With most of the working world now remote, the talent pool is significantly larger. There is plenty of high-quality finance and tech talent in other (less competitive and lower cost) markets gunning for a new opportunity &ndash; you just need to know where to look.</p> <p>Based on a variety of inputs &ndash; job descriptions, employer-specific requirements, local commuting patterns, salary requirements, market-specific talent supply and demand gaps, and more &ndash; AI can recommend the best markets from which to source your role. Without this predictive insight, you might not have ever known that Pittsburgh is a rising hub for software engineering talent (with a 38% savings versus San Francisco) or that Dallas has an abundant supply of financial analysts (with a 31% savings versus New York).</p> <ol> <li value="2"><strong>Know which jobs should go where. </strong></li> </ol> <p>A bad hiring decision is estimated to <a href="https://www.business.com/articles/cost-of-a-bad-hire/" target="_blank">cost 30% of an employee&rsquo;s first-year earnings</a>. To avoid this risk, employers should take every step they can to vet and ensure their confidence in a candidate before they hire. But in our &ldquo;now normal&rdquo; of remote work, a smart hiring decision isn&rsquo;t just about feeling good about the prospective employee&rsquo;s skillsets and experience, but also about where they&rsquo;re placed.</p> <p>Employers now have several options for how to staff roles: onsite, fully remote or near remote (with access to an existing office location). Some roles still aren&rsquo;t &ldquo;remote ready&rdquo; and require high levels of collaboration to get the job done.</p> <p>Based on corporate culture, role requirements, and industry and similar role benchmarks, procurement leaders can leverage AI to uncover and determine the best way to staff specific roles before they make an offer. This minimizes the risk of placing someone in an arrangement where they, and by extension the rest of the team, won&rsquo;t be successful, as well as subsequent replacement costs.</p> <ol> <li value="3"><strong>Speed the talent acquisition process. </strong></li> </ol> <p>The average time to <a href="https://www.hirevue.com/blog/seven-recruitment-metrics-that-matter" target="_blank">fill a position is 42 days</a>. Imagine if your organization could figure out which candidates were the most receptive to exploring new job opportunities before they even applied to your opening?</p> <p>AI is enabling procurement and recruiting teams to proactively identify candidates &ndash; both full-time and contingent &ndash; who are most likely to engage, enabling them to shortlist and prioritize the most promising talent. This speeds the hiring process and lowers talent acquisition costs by focusing time, energy and resources on those most likely to accept an offer.</p> <p>You can snatch up talent before your competitors, and even identify which of their workers might be ready to leave. This provides you a powerful advantage in building and sustaining a high quality and reliable talent pipeline. In fact, an article in <a href="https://hbr.org/2019/08/better-ways-to-predict-whos-going-to-quit" target="_blank">Harvard Business Review</a> highlighted that candidates who were identified as most likely to engage by an AI-powered algorithm were twice as receptive to an unsolicited recruitment message, and 63% more likely to accept a new position versus prospects classified as least likely to engage.</p> <ol> <li value="4"><strong>Build a bigger pipeline of diverse talent. </strong></li> </ol> <p>There&rsquo;s a clear link between remote workforces and talent diversity. The ability to hire out of any market removes <a href="https://www.fastcompany.com/90475260/remote-work-is-the-next-diversity-frontier" target="_blank">location bias</a> and expands the pool of candidates with unique experiences, skills and ideas.</p> <p>AI is playing a valuable role in helping employers cultivate inclusive recruiting practices. The algorithms identify candidates likely to have diverse backgrounds &ndash; gender, national origin, ethnicity, veterans and more &ndash; so organizations can find and prioritize talent with the right skillsets from underrepresented communities.</p> <p>Companies in the top quartile for gender diversity on executive teams <a href="https://www.mckinsey.com/featured-insights/diversity-and-inclusion/diversity-wins-how-inclusion-matters" target="_blank">are 25% more likely</a> to have above-average profitability. Building a diverse talent pipeline is becoming an even bigger business priority, and organizations that leverage predictive insights to foster inclusivity will be significantly further ahead.</p> <h1>Predictive Insights: A No-Brainer for Today&rsquo;s Labor Market</h1> <p>We are in a period of unprecedented uncertainty, and procurement and hiring teams need to be agile, proactive and informed. AI is an invaluable asset because it can analyze data and help inform and make decisions much faster than humans can on their own.</p> <p>Under pressure to deliver new value and cut costs, procurement teams that leverage predictive insights can help their organizations invest in the right workers with the right skillsets at the right time and cost, to successfully scale their workforce and navigate the evolving market dynamics.</p> </div></div></div><div class="field field-name-field-tags field-type-taxonomy-term-reference field-label-inline clearfix"><div class="field-label">Tags:&nbsp;</div><div class="field-items"><div class="field-item even" rel="dc:subject"><a href="/tags/remote-work" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">remote work</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/remote-workforce" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">remote workforce</a></div><div class="field-item even" rel="dc:subject"><a href="/tags/talent-sourcing" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Talent Sourcing</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/talent-procurement" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Talent Procurement</a></div><div class="field-item even" rel="dc:subject"><a href="/tags/sourcing" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sourcing</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/procurement" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Procurement</a></div></div></div><div class="field field-name-field-addthis field-type-addthis field-label-hidden"><div class="field-items"><div class="field-item even"><div class="addthis_toolbox addthis_default_style " addthis:title="Remote Work: Four Ways AI Creates a Talent Procurement Advantage - Future of Sourcing" addthis:url="https://futureofsourcing.com/remote-work-four-ways-ai-creates-a-talent-procurement-advantage"><a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_linkedin"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_facebook"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_twitter"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_googleplus"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_pinterest_share"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_reddit"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_email"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_print"></a> </div> </div></div></div><div class="field field-name-field-region field-type-taxonomy-term-reference field-label-inline clearfix"><div class="field-label">Region:&nbsp;</div><div class="field-items"><div class="field-item even"><a href="/regions/global" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Global</a></div></div></div> Wed, 26 Aug 2020 21:12:55 +0000 Christy Petrosso 1837 at https://futureofsourcing.com https://futureofsourcing.com/remote-work-four-ways-ai-creates-a-talent-procurement-advantage#comments How many MSP clients know what they don’t know? https://futureofsourcing.com/how-many-msp-clients-know-what-they-dont-know <div class="field field-name-field-image field-type-image field-label-hidden"><div class="field-items"><div class="field-item even" rel="og:image rdfs:seeAlso" resource="https://futureofsourcing.com/sites/default/files/articles/How_Many_MSP_Clients_624x325.jpg"><a href="https://futureofsourcing.com/sites/default/files/articles/How_Many_MSP_Clients_624x325.jpg" title="How many MSP clients know what they don’t know?" class="colorbox" rel="gallery-node-1328-xP9ZqvhHW24"><img typeof="foaf:Image" src="https://futureofsourcing.com/sites/default/files/styles/juicebox_medium/public/articles/How_Many_MSP_Clients_624x325.jpg?itok=MnbaaBq5" width="624" height="325" alt="" title="" /></a></div></div></div><div class="field field-name-field-intro field-type-text-long field-label-hidden"><div class="field-items"><div class="field-item even"> <div style="clear:both;"> <p paraeid="{f6629b4f-10d7-4b62-b7fc-1333b9fcbf70}{248}" paraid="904343049">&nbsp;</p> </div> <p>&nbsp;</p> </div></div></div><div class="field field-name-body field-type-text-with-summary field-label-hidden"><div class="field-items"><div class="field-item even" property="content:encoded"> <div style="clear:both;"> <p paraeid="{f6629b4f-10d7-4b62-b7fc-1333b9fcbf70}{248}" paraid="904343049"><span xml:lang="EN-GB">For more than 20 years</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;organi</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">ations have been outsourcing the management of their <a href="https://futureofsourcing.com/talent-procurement-teams-take-note-the-future-of-hiring-with-ai" target="_blank">contingent work</a></span><a href="https://futureofsourcing.com/talent-procurement-teams-take-note-the-future-of-hiring-with-ai" target="_blank"><span xml:lang="EN-GB">force</span></a><span xml:lang="EN-GB">&nbsp;in part o</span><span xml:lang="EN-GB">r</span><span xml:lang="EN-GB">&nbsp;in full</span><span xml:lang="EN-GB">.</span>&nbsp;<span xml:lang="EN-GB">The</span>&nbsp;<span xml:lang="EN-GB"><a href="https://futureofsourcing.com/organizational-readiness-is-the-new-competitive-advantage" target="_blank">Managed Service Provider (MSP)</a> market&nbsp;</span><span xml:lang="EN-GB">now&nbsp;</span><span xml:lang="EN-GB">represent</span><span xml:lang="EN-GB">s</span>&nbsp;*more than $130 billion of spend under management&nbsp;<span xml:lang="EN-GB">and thousands of third-party agencies are&nbsp;</span><span xml:lang="EN-GB">embedded within&nbsp;</span><span xml:lang="EN-GB">the global supply</span><span xml:lang="EN-GB">-</span><span xml:lang="EN-GB">side ecosystem.</span><span xml:lang="EN-GB">&nbsp;The core MSP objectives of&nbsp;</span><span xml:lang="EN-GB">v</span><span xml:lang="EN-GB">isibility,&nbsp;</span><span xml:lang="EN-GB">c</span><span xml:lang="EN-GB">ontrol and&nbsp;</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">avings are now largely&nbsp;</span><span xml:lang="EN-GB">viewed as&nbsp;</span><span xml:lang="EN-GB">hygiene factors and many client/MSP relationships have</span><span xml:lang="EN-GB">&nbsp;matured&nbsp;</span><span xml:lang="EN-GB">through multiple&nbsp;</span><span xml:lang="EN-GB">contract&nbsp;</span><span xml:lang="EN-GB">cycles.&nbsp;&nbsp;</span></p> </div> <div style="clear:both;"> <p paraeid="{a7b20b02-5818-48f5-bb65-8510b79585aa}{89}" paraid="2112146676"><span xml:lang="EN-GB">So,</span>&nbsp;<span xml:lang="EN-GB">with all that said</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;you would expect to&nbsp;</span><span xml:lang="EN-GB">f</span><span xml:lang="EN-GB">ind&nbsp;</span><span xml:lang="EN-GB">a</span><span xml:lang="EN-GB">n extensive</span>&nbsp;<span xml:lang="EN-GB">MSP client&nbsp;</span><span xml:lang="EN-GB">population&nbsp;</span><span xml:lang="EN-GB">in which&nbsp;</span><span xml:lang="EN-GB">talent management&nbsp;</span><span xml:lang="EN-GB">excellence is the norm, procurement professionals can boast of having&nbsp;</span><span xml:lang="EN-GB">the optim</span><span xml:lang="EN-GB">al</span>&nbsp;<span xml:lang="EN-GB">cost/supplier profile in&nbsp;</span><span xml:lang="EN-GB">place</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;and</span><span xml:lang="EN-GB">&nbsp;hiring manager communities have nothing but love and affection for the processes and policies that are embedded within&nbsp;</span><span xml:lang="EN-GB">their organi</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">ation</span><span xml:lang="EN-GB">&rsquo;</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;MSP</span><span xml:lang="EN-GB">&nbsp;program.</span></p> </div> <div style="clear:both;"> <p paraeid="{a7b20b02-5818-48f5-bb65-8510b79585aa}{151}" paraid="1823224097"><span xml:lang="EN-GB">U</span><span xml:lang="EN-GB">nfortunately, d</span><span xml:lang="EN-GB">espite</span><span xml:lang="EN-GB">&nbsp;years of market evolution</span><span xml:lang="EN-GB">,</span>&nbsp;<span xml:lang="EN-GB">th</span><span xml:lang="EN-GB">at</span><span xml:lang="EN-GB">&nbsp;reality is&nbsp;</span><span xml:lang="EN-GB">still a&nbsp;</span><span xml:lang="EN-GB">long way</span><span xml:lang="EN-GB">&nbsp;off</span><span xml:lang="EN-GB">.&nbsp;&nbsp;</span></p> </div> <div> <div style="clear:both;"> <p paraeid="{a7b20b02-5818-48f5-bb65-8510b79585aa}{181}" paraid="762819891"><span xml:lang="EN-GB">W</span><span xml:lang="EN-GB">hil</span><span xml:lang="EN-GB">e</span><span xml:lang="EN-GB">&nbsp;many programs have&nbsp;</span><span xml:lang="EN-GB">been through multiple contract cycles</span><span xml:lang="EN-GB">,</span>&nbsp;<span xml:lang="EN-GB">internal&nbsp;</span><span xml:lang="EN-GB">adoption</span>&nbsp;<span xml:lang="EN-GB">is still disappointingly low.</span>&nbsp;<span xml:lang="EN-GB">The surface&nbsp;</span><span xml:lang="EN-GB">has&nbsp;</span><span xml:lang="EN-GB">barely b</span><span xml:lang="EN-GB">een&nbsp;</span><span xml:lang="EN-GB">broken</span>&nbsp;<span xml:lang="EN-GB">when it comes to</span><span xml:lang="EN-GB">&nbsp;i</span><span xml:lang="EN-GB">ncluding outcome-based talent via a statement of work and&nbsp;</span>&nbsp;<span xml:lang="EN-GB">us</span><span xml:lang="EN-GB">ing</span><span xml:lang="EN-GB">&nbsp;predictive analytics to&nbsp;</span><span xml:lang="EN-GB">proactively manage demand&nbsp;</span><span xml:lang="EN-GB">exists</span>&nbsp;<span xml:lang="EN-GB">on a&nbsp;</span><span xml:lang="EN-GB">&ldquo;</span><span xml:lang="EN-GB">we&rsquo;ll get around to it at some point</span><span xml:lang="EN-GB">&rdquo;</span><span xml:lang="EN-GB">&nbsp;wish</span>&nbsp;<span xml:lang="EN-GB">list.</span><span xml:lang="EN-GB">&nbsp;The&nbsp;</span><span xml:lang="EN-GB">incentive</span><span xml:lang="EN-GB">&nbsp;for&nbsp;</span><span xml:lang="EN-GB">(real)&nbsp;</span><span xml:lang="EN-GB">innovation is&nbsp;</span><span xml:lang="EN-GB">trapped</span>&nbsp;<span xml:lang="EN-GB">inside the&nbsp;</span><span xml:lang="EN-GB">straitjacket</span><span xml:lang="EN-GB">&nbsp;of a</span><span xml:lang="EN-GB">n outdated</span>&nbsp;<span xml:lang="EN-GB">funding model</span><span xml:lang="EN-GB">&mdash;</span><span xml:lang="EN-GB">technological advances are not being sufficiently exploited and all too often&nbsp;</span><span xml:lang="EN-GB">the&nbsp;</span><span xml:lang="EN-GB">price&nbsp;</span><span xml:lang="EN-GB">of talent&nbsp;</span><span xml:lang="EN-GB">is&nbsp;</span><span xml:lang="EN-GB">still&nbsp;</span><span xml:lang="EN-GB">considered&nbsp;</span><span xml:lang="EN-GB">more&nbsp;</span><span xml:lang="EN-GB">important than&nbsp;</span><span xml:lang="EN-GB">talent</span><span xml:lang="EN-GB">&nbsp;outcomes.&nbsp;</span>&nbsp;&nbsp;&nbsp;</p> </div> <div style="clear:both;"> <p paraeid="{147e3f48-f7b6-4fb5-bb20-7bb7d9dd6ef4}{52}" paraid="604829"><span xml:lang="EN-GB">It doesn&rsquo;t have to be this way and it shouldn&rsquo;t.</span><span xml:lang="EN-GB">&nbsp;However, the&nbsp;</span><span xml:lang="EN-GB">challenge for MSP providers</span><span xml:lang="EN-GB">&nbsp;is that&nbsp;</span><span xml:lang="EN-GB">too few clients are&nbsp;</span><span xml:lang="EN-GB">(genuinely)&nbsp;</span><span xml:lang="EN-GB">knowledgeable</span><span xml:lang="EN-GB">,&nbsp;</span><span xml:lang="EN-GB">or accepting</span><span xml:lang="EN-GB">,&nbsp;</span><span xml:lang="EN-GB">of the reality of what it takes to run a&nbsp;</span><span xml:lang="EN-GB">thriving</span><span xml:lang="EN-GB">&nbsp;program</span><span xml:lang="EN-GB">. Therefore, they&nbsp;</span><span xml:lang="EN-GB">often&nbsp;</span><span xml:lang="EN-GB">are&nbsp;</span><span xml:lang="EN-GB">unaware of&nbsp;</span><span xml:lang="EN-GB">the&nbsp;</span><span xml:lang="EN-GB">impact that this lack of understanding will have on the value th</span><span xml:lang="EN-GB">at th</span><span xml:lang="EN-GB">eir MSP</span><span xml:lang="EN-GB">&nbsp;is able to deliver</span><span xml:lang="EN-GB">.&nbsp;&nbsp;</span></p> </div> <div style="clear:both;"> <p paraeid="{147e3f48-f7b6-4fb5-bb20-7bb7d9dd6ef4}{100}" paraid="1178531863"><span xml:lang="EN-GB">In my experience</span><span xml:lang="EN-GB">,</span>&nbsp;<span xml:lang="EN-GB">existing MSP clients should&nbsp;</span><span xml:lang="EN-GB">address</span>&nbsp;<span xml:lang="EN-GB">the</span><span xml:lang="EN-GB">&nbsp;following</span>&nbsp;<span xml:lang="EN-GB">five</span>&nbsp;<span xml:lang="EN-GB">questions</span><span xml:lang="EN-GB">:</span></p> <ol> <li paraeid="{147e3f48-f7b6-4fb5-bb20-7bb7d9dd6ef4}{100}" paraid="1178531863"><strong><span xml:lang="EN-GB">Are we giving our MSP&nbsp;</span><span xml:lang="EN-GB">enough visibility&nbsp;</span><span xml:lang="EN-GB">into</span>&nbsp;<span xml:lang="EN-GB">our overall talent strategy</span><span xml:lang="EN-GB">&nbsp;and projected demand</span><span xml:lang="EN-GB">?</span></strong></li> </ol> </div> <div style="clear:both;"> <p paraeid="{147e3f48-f7b6-4fb5-bb20-7bb7d9dd6ef4}{147}" paraid="926182080"><span xml:lang="EN-GB">In today&rsquo;s environment</span><span xml:lang="EN-GB">,</span>&nbsp;<span xml:lang="EN-GB">if</span>&nbsp;<span xml:lang="EN-GB">an&nbsp;</span><span xml:lang="EN-GB">MSP</span><span xml:lang="EN-GB">&nbsp;can operate&nbsp;</span><span xml:lang="EN-GB">ahead of&nbsp;</span><span xml:lang="EN-GB">a</span>&nbsp;<span xml:lang="EN-GB">client&rsquo;s talent needs</span><span xml:lang="EN-GB">, then</span>&nbsp;<span xml:lang="EN-GB">it&nbsp;</span><span xml:lang="EN-GB">is</span><span xml:lang="EN-GB">&nbsp;more likely</span>&nbsp;<span xml:lang="EN-GB">to&nbsp;</span><span xml:lang="EN-GB">secure the right talent at the right time.</span>&nbsp;<span xml:lang="EN-GB">This&nbsp;</span><span xml:lang="EN-GB">is</span><span xml:lang="EN-GB">n&rsquo;t</span>&nbsp;<span xml:lang="EN-GB">rocket science</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;but it</span><span xml:lang="EN-GB">&rsquo;s</span>&nbsp;<span xml:lang="EN-GB">really&nbsp;</span><span xml:lang="EN-GB">the</span><span xml:lang="EN-GB">&nbsp;exception rather than the rule that&nbsp;</span><span xml:lang="EN-GB">client-side</span><span xml:lang="EN-GB">&nbsp;program leads share</span><span xml:lang="EN-GB">&nbsp;the sort of&nbsp;</span><span xml:lang="EN-GB">meaningful&nbsp;</span><span xml:lang="EN-GB">workforce and budgetary&nbsp;</span><span xml:lang="EN-GB">data&nbsp;</span><span xml:lang="EN-GB">that&nbsp;</span><span xml:lang="EN-GB">enable</span><span xml:lang="EN-GB">s</span>&nbsp;<span xml:lang="EN-GB">MSP</span><span xml:lang="EN-GB">s</span>&nbsp;<span xml:lang="EN-GB">to&nbsp;</span><span xml:lang="EN-GB">plan effectively.&nbsp;</span></p> </div> </div> <div> <div style="clear:both;"> <p paraeid="{147e3f48-f7b6-4fb5-bb20-7bb7d9dd6ef4}{247}" paraid="551251017"><span xml:lang="EN-GB">Furthermo</span><span xml:lang="EN-GB">re, the often-quoted rationale that information is only worth sharing with the MSP once it is definitive</span><span xml:lang="EN-GB">&nbsp;otherwise it causes abortive effort, is simply not true.&nbsp;</span><span xml:lang="EN-GB">The cost to an MSP of&nbsp;</span><span xml:lang="EN-GB">chasing hard</span><span xml:lang="EN-GB">-</span><span xml:lang="EN-GB">to</span><span xml:lang="EN-GB">-</span><span xml:lang="EN-GB">find talent&nbsp;</span><span xml:lang="EN-GB">at short notice far outweighs the cost of refining plans as they go, even if some of those plans never come to fruition.</span></p> </div> <div> <ol> <li aria-setsize="-1" data-aria-level="1" data-aria-posinset="2" data-font="" data-leveltext="%1." data-listid="3" role="listitem" style="clear:both;" value="2"> <p paraeid="{93febf8e-514e-4dbd-a33d-d79493fe4f47}{14}" paraid="185179971"><strong><span xml:lang="EN-GB">Are we leveraging the full breadth of our MSP&rsquo;s supply market knowledge</span><span xml:lang="EN-GB">&nbsp;and</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;most importantly</span><span xml:lang="EN-GB">,</span>&nbsp;<span xml:lang="EN-GB">giving&nbsp;</span><span xml:lang="EN-GB">licence to&nbsp;</span><span xml:lang="EN-GB">act on it?</span></strong></p> </li> </ol> </div> <div style="clear:both;"> <p paraeid="{93febf8e-514e-4dbd-a33d-d79493fe4f47}{37}" paraid="348710318"><span xml:lang="EN-GB">It&nbsp;</span><span xml:lang="EN-GB">amaze</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;me that clients engage&nbsp;</span><span xml:lang="EN-GB">MSP</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;to&nbsp;</span><span xml:lang="EN-GB">manage</span><span xml:lang="EN-GB">&nbsp;their talent supply network but then give&nbsp;</span><span xml:lang="EN-GB">them</span>&nbsp;<span xml:lang="EN-GB">little to no latitude to&nbsp;</span><span xml:lang="EN-GB">do any actual management!</span><span xml:lang="EN-GB">&nbsp;The concept of&nbsp;</span><span xml:lang="EN-GB">lifting and shifting</span><span xml:lang="EN-GB">&nbsp;all existing suppliers into a newly established program,&nbsp;</span><span xml:lang="EN-GB">which&nbsp;</span><span xml:lang="EN-GB">often contain</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;suppliers&nbsp;</span><span xml:lang="EN-GB">that&nbsp;</span><span xml:lang="EN-GB">are&nbsp;</span><span xml:lang="EN-GB">poor performers or not&nbsp;</span><span xml:lang="EN-GB">regularly engaged, doesn&rsquo;t&nbsp;</span><span xml:lang="EN-GB">pass any reasonable test of sensible business management.</span>&nbsp;<span xml:lang="EN-GB">If y</span><span xml:lang="EN-GB">ou&nbsp;</span><span xml:lang="EN-GB">cho</span><span xml:lang="EN-GB">o</span><span xml:lang="EN-GB">se</span><span xml:lang="EN-GB">&nbsp;an MSP&nbsp;</span><span xml:lang="EN-GB">solution because you need better&nbsp;</span><span xml:lang="EN-GB">knowledge of the talent supply marketplace&nbsp;</span><span xml:lang="EN-GB">then</span><span xml:lang="EN-GB">&nbsp;let&nbsp;</span><span xml:lang="EN-GB">the&nbsp;</span><span xml:lang="EN-GB">MSP&nbsp;</span><span xml:lang="EN-GB">design the right supplier mix&nbsp;</span><span xml:lang="EN-GB">and give&nbsp;</span><span xml:lang="EN-GB">it&nbsp;</span><span xml:lang="EN-GB">the licence to swap suppliers in and out</span><span xml:lang="EN-GB">. It doesn&rsquo;t mean that your&nbsp;</span><span xml:lang="EN-GB">historical</span><span xml:lang="EN-GB">&nbsp;suppliers will be unjustly eliminated, it just means th</span><span xml:lang="EN-GB">at their&nbsp;</span><span xml:lang="EN-GB">performance and&nbsp;</span><span xml:lang="EN-GB">long-term</span><span xml:lang="EN-GB">&nbsp;value&nbsp;</span><span xml:lang="EN-GB">will be</span><span xml:lang="EN-GB">&nbsp;judged&nbsp;</span><span xml:lang="EN-GB">more definitively, which can only be a good thing if you want a&nbsp;</span><span xml:lang="EN-GB">better&nbsp;</span><span xml:lang="EN-GB">talent supply network</span><span xml:lang="EN-GB">.&nbsp;&nbsp;</span>&nbsp;&nbsp;&nbsp;&nbsp;</p> </div> <div> <ol> <li aria-setsize="-1" data-aria-level="1" data-aria-posinset="3" data-font="" data-leveltext="%1." data-listid="3" role="listitem" style="clear:both;" value="3"> <p paraeid="{93febf8e-514e-4dbd-a33d-d79493fe4f47}{151}" paraid="76964406"><strong><span xml:lang="EN-GB">Has the proportion of contingent talent sourced within our MSP program&nbsp;</span><span xml:lang="EN-GB">materially&nbsp;</span><span xml:lang="EN-GB">expanded year on year</span><span xml:lang="EN-GB">, including outcome-based talent</span><span xml:lang="EN-GB">?</span></strong></p> </li> </ol> </div> <div style="clear:both;"> <p paraeid="{93febf8e-514e-4dbd-a33d-d79493fe4f47}{166}" paraid="816509596"><span xml:lang="EN-GB">T</span><span xml:lang="EN-GB">he&nbsp;</span><span xml:lang="EN-GB">primary&nbsp;</span><span xml:lang="EN-GB">goal of&nbsp;</span><span xml:lang="EN-GB">every</span><span xml:lang="EN-GB">&nbsp;program should be to act as the engagement vehicle for&nbsp;</span><span xml:lang="EN-GB">all</span>&nbsp;<span xml:lang="EN-GB">type</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;of non-permanent talent</span><span xml:lang="EN-GB">.</span>&nbsp;<span xml:lang="EN-GB">To&nbsp;</span><span xml:lang="EN-GB">make this happen</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;the client-side MSP program leads&nbsp;</span><span xml:lang="EN-GB">must</span><span xml:lang="EN-GB">&nbsp;view themselves as&nbsp;</span><span xml:lang="EN-GB">&ldquo;</span><span xml:lang="EN-GB">enablers</span><span xml:lang="EN-GB">&rdquo;</span><span xml:lang="EN-GB">&nbsp;of work rather than&nbsp;</span><span xml:lang="EN-GB">&ldquo;</span><span xml:lang="EN-GB">controllers</span><span xml:lang="EN-GB">&rdquo;</span><span xml:lang="EN-GB">&nbsp;of incoming talent.&nbsp;</span><span xml:lang="EN-GB">Th</span><span xml:lang="EN-GB">is</span><span xml:lang="EN-GB">&nbsp;enabl</span><span xml:lang="EN-GB">er</span><span xml:lang="EN-GB">&nbsp;mindset&nbsp;</span><span xml:lang="EN-GB">demand</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;a variety of different commercial flows within the</span><span xml:lang="EN-GB">&nbsp;program design, depending on the type of talent engaged.&nbsp;</span><span xml:lang="EN-GB">It</span>&nbsp;<span xml:lang="EN-GB">require</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;the</span><span xml:lang="EN-GB">&nbsp;MSP to work closely with the hiring/engagement managers to guide&nbsp;</span><span xml:lang="EN-GB">decision</span><span xml:lang="EN-GB">-</span><span xml:lang="EN-GB">making on what type of talent is appropriate to different types of work.</span>&nbsp;They (the client side lead) will work collaboratively with their MSP to deploy a range of marketing techniques that &lsquo;sells&rsquo; the benefits of their program internally and users will see value<span xml:lang="EN-GB">&nbsp;in&nbsp;</span><span xml:lang="EN-GB">the program because they will feel it has been designed to support their needs wherever and whenever they arise. &nbsp;</span></p> </div> </div> <div> <div style="clear:both;"> <p paraeid="{941f0e0e-23e6-44b4-87ab-c8288127c117}{29}" paraid="735549788"><span xml:lang="EN-GB">In contrast, the controller mindset is wired to first and foremost seek consistency of process and compliance. They believe that to obtain widespread adoption the program will need to be mandated and the way to deliver year-on-year business benefit (usually only measured by cost savings and cycle times) will be to restrict the amount of choice available to the hiring/engagement managers rather than liberate it. Controllers consider some types of talent, for example strategic consultancy, as being far too sensitive and difficult to source via the program and are likely to be more domineering in the way they manage the business relationship with the MSP.&nbsp;</span></p> </div> <div> <ol> <li aria-setsize="-1" data-aria-level="1" data-aria-posinset="4" data-font="" data-leveltext="%1." data-listid="3" role="listitem" style="clear:both;" value="4"> <p paraeid="{941f0e0e-23e6-44b4-87ab-c8288127c117}{91}" paraid="1435964583"><strong>Are we the most attractive destination of choice for the best contingent talent?</strong></p> </li> </ol> </div> <div style="clear:both;"> <p paraeid="{941f0e0e-23e6-44b4-87ab-c8288127c117}{98}" paraid="1721209381"><span xml:lang="EN-GB">In today&rsquo;s world</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;talent has&nbsp;</span><span xml:lang="EN-GB">more&nbsp;</span><span xml:lang="EN-GB">choice</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;than ever before&nbsp;</span><span xml:lang="EN-GB">when it comes</span><span xml:lang="EN-GB">&nbsp;to</span>&nbsp;<span xml:lang="EN-GB">where they work,&nbsp;</span><span xml:lang="EN-GB">the kind of&nbsp;</span><span xml:lang="EN-GB">work</span><span xml:lang="EN-GB">&nbsp;they do and&nbsp;</span><span xml:lang="EN-GB">who they work for</span><span xml:lang="EN-GB">.&nbsp;</span><span xml:lang="EN-GB">The growth of the gig economy and the impact of generational differences means that the strength of your&nbsp;</span><span xml:lang="EN-GB">customer value proposition</span><span xml:lang="EN-GB">&nbsp;is&nbsp;</span><span xml:lang="EN-GB">critical</span><span xml:lang="EN-GB">&nbsp;to finding and retaining the best contingent talent for your organisation.</span><span xml:lang="EN-GB">&nbsp;Your MSP should&nbsp;</span><span xml:lang="EN-GB">advis</span><span xml:lang="EN-GB">e</span><span xml:lang="EN-GB">&nbsp;you on how attractive you are as a talent destination&nbsp;</span><span xml:lang="EN-GB">so&nbsp;</span><span xml:lang="EN-GB">you&nbsp;</span><span xml:lang="EN-GB">can&nbsp;</span><span xml:lang="EN-GB">build</span><span xml:lang="EN-GB">&nbsp;cross-functional initiatives</span><span xml:lang="EN-GB">&nbsp;that</span><span xml:lang="EN-GB">&nbsp;compris</span><span xml:lang="EN-GB">e</span><span xml:lang="EN-GB">&nbsp;procurement/HR and the hiring/engagement manager community</span>&nbsp;<span xml:lang="EN-GB">(and&nbsp;</span><span xml:lang="EN-GB">in some cases representatives of your&nbsp;</span><span xml:lang="EN-GB">C</span><span xml:lang="EN-GB">-suite</span><span xml:lang="EN-GB">)</span><span xml:lang="EN-GB">&nbsp;to constantly keep this under review and front of mind.&nbsp;&nbsp;</span></p> </div> <div> <ol> <li aria-setsize="-1" data-aria-level="1" data-aria-posinset="5" data-font="" data-leveltext="%1." data-listid="3" role="listitem" style="clear:both;" value="5"> <p paraeid="{941f0e0e-23e6-44b4-87ab-c8288127c117}{184}" paraid="1990999342"><strong>Is our MSP making enough money to develop and test new ideas and innovations?</strong></p> </li> </ol> </div> <div style="clear:both;"> <p paraeid="{941f0e0e-23e6-44b4-87ab-c8288127c117}{191}" paraid="206050070"><span xml:lang="EN-GB">Let&rsquo;s r</span><span xml:lang="EN-GB">eflect</span><span xml:lang="EN-GB">&nbsp;for a minute.</span>&nbsp;<span xml:lang="EN-GB">One of your</span><span xml:lang="EN-GB">&nbsp;own customers come</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;to you and say</span><span xml:lang="EN-GB">s</span><span xml:lang="EN-GB">&nbsp;they want you to invest a&nbsp;</span><span xml:lang="EN-GB">six</span><span xml:lang="EN-GB">-figure sum</span><span xml:lang="EN-GB">&nbsp;upfront</span><span xml:lang="EN-GB">&nbsp;to implement&nbsp;</span><span xml:lang="EN-GB">new technology</span><span xml:lang="EN-GB">, processes and procedures</span><span xml:lang="EN-GB">&nbsp;within their organisation</span><span xml:lang="EN-GB">.</span>&nbsp;<span xml:lang="EN-GB">Plus, you will need to fully fund and deploy a&nbsp;</span><span xml:lang="EN-GB">dedicated&nbsp;</span><span xml:lang="EN-GB">expert</span>&nbsp;<span xml:lang="EN-GB">program management team&nbsp;</span><span xml:lang="EN-GB">to oversee the</span><span xml:lang="EN-GB">&nbsp;use of this new infrastructure.&nbsp;&nbsp;</span></p> </div> </div> <div style="clear:both;"> <p paraeid="{941f0e0e-23e6-44b4-87ab-c8288127c117}{245}" paraid="961700986"><span xml:lang="EN-GB">The implementation , which could take several months, will not be directly paid for by the customer. Instead they will allow you to earn a tiny percentage of the invoices billed by a raft of third parties that will use the technology, processes and systems that you have put in place. However, you can only add that percentage and earn that income when the customer engages those third parties, which may be ad hoc, regular or never. &nbsp;The customer will not make any contractual guarantee to spend enough money with these third parties for you to recover your up-front investment within a reasonable period. The customer will also not make any guarantee that you will recover the recurring cost of the program management team, despite demanding ever more from them once the program has gone live.&nbsp;</span></p> </div> <div style="clear:both;"> <p paraeid="{fdeb6acd-0d42-4d81-ad57-7de11a144e55}{97}" paraid="1216487483"><span xml:lang="EN-GB">Would your CFO think that was a great opportunity?&nbsp; Do you?</span></p> </div> <div style="clear:both;"> <p paraeid="{fdeb6acd-0d42-4d81-ad57-7de11a144e55}{101}" paraid="1217776078"><span xml:lang="EN-GB">This scenario is what is known as the supplier</span><span xml:lang="EN-GB">-</span><span xml:lang="EN-GB">funded MSP model and it has become the de</span>&nbsp;<span xml:lang="EN-GB">facto commercial&nbsp;</span><span xml:lang="EN-GB">approach</span><span xml:lang="EN-GB">&nbsp;in the industry.&nbsp;</span><span xml:lang="EN-GB">T</span><span xml:lang="EN-GB">he merits&nbsp;</span><span xml:lang="EN-GB">of this funding model&nbsp;</span><span xml:lang="EN-GB">are&nbsp;</span><span xml:lang="EN-GB">an article in itself,&nbsp;</span><span xml:lang="EN-GB">so in the meantime,</span>&nbsp;<span xml:lang="EN-GB">be</span><span xml:lang="EN-GB">&nbsp;realistic about the income that your MSP generates from the spend they manage on your behalf.&nbsp; If you are tracking on or beyond the original spend/volume forecast, then your MSP should (provided you have not driven their fee down to a ridiculously low level</span><span xml:lang="EN-GB">)&nbsp;</span><span xml:lang="EN-GB">be making enough return to&nbsp;</span><span xml:lang="EN-GB">invest in new ideas</span><span xml:lang="EN-GB">.</span>&nbsp;<span xml:lang="EN-GB">If you are tracking below original forecast, then your MSP will not just question the viability of funding further innovation, more likely they will be questioning the viability of the entire program.&nbsp;</span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</p> </div> <div style="clear:both;"> <p paraeid="{fdeb6acd-0d42-4d81-ad57-7de11a144e55}{177}" paraid="1601813229"><span xml:lang="EN-GB">As</span><span xml:lang="EN-GB">&nbsp;the 19</span><span xml:lang="EN-GB">th</span><span xml:lang="EN-GB">&nbsp;century critic John Ruskin once said &ldquo;It&#39;s unwise to pay too much, but it&#39;s worse to pay too little. When you pay too much, you lose a little money - that&#39;s all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do.&rdquo;</span></p> </div> <p><a href="https://www2.staffingindustry.com/site/Research/Research-Reports/CWS-Council-Research/MSP-Part-2-2018" target="_blank">*</a></p> </div></div></div><div class="field field-name-field-tags field-type-taxonomy-term-reference field-label-inline clearfix"><div class="field-label">Tags:&nbsp;</div><div class="field-items"><div class="field-item even" rel="dc:subject"><a href="/tags/managed-service-provider-msp" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Managed Service Provider (MSP)</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/contingent-workforce" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Contingent Workforce</a></div><div class="field-item even" rel="dc:subject"><a href="/tags/talent-procurement" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Talent Procurement</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/supplier-management" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Supplier Management</a></div><div class="field-item even" rel="dc:subject"><a href="/tags/third-party-risk-management" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Third Party Risk Management</a></div></div></div><div class="field field-name-field-addthis field-type-addthis field-label-hidden"><div class="field-items"><div class="field-item even"><div class="addthis_toolbox addthis_default_style " addthis:title="How many MSP clients know what they don&amp;rsquo;t know? - Future of Sourcing" addthis:url="https://futureofsourcing.com/how-many-msp-clients-know-what-they-dont-know"><a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_linkedin"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_facebook"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_twitter"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_googleplus"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_pinterest_share"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_reddit"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_email"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_print"></a> </div> </div></div></div><div class="field field-name-field-region field-type-taxonomy-term-reference field-label-inline clearfix"><div class="field-label">Region:&nbsp;</div><div class="field-items"><div class="field-item even"><a href="/regions/global" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Global</a></div></div></div> Tue, 04 Dec 2018 18:03:13 +0000 Paul Vincent 1328 at https://futureofsourcing.com https://futureofsourcing.com/how-many-msp-clients-know-what-they-dont-know#comments Want to set up a contract desk in the U.S.? Here’s where to start. https://futureofsourcing.com/want-to-set-up-a-contract-desk-in-the-us-heres-where-to-start <div class="field field-name-field-image field-type-image field-label-hidden"><div class="field-items"><div class="field-item even" rel="og:image rdfs:seeAlso" resource="https://futureofsourcing.com/sites/default/files/articles/Contact_Desk_US_624x325.jpg"><a href="https://futureofsourcing.com/sites/default/files/articles/Contact_Desk_US_624x325.jpg" title="Want to set up a contract desk in the U.S.? Here’s where to start." class="colorbox" rel="gallery-node-1327-xP9ZqvhHW24"><img typeof="foaf:Image" src="https://futureofsourcing.com/sites/default/files/styles/juicebox_medium/public/articles/Contact_Desk_US_624x325.jpg?itok=FIQEsIp-" width="624" height="325" alt="" title="" /></a></div></div></div><div class="field field-name-body field-type-text-with-summary field-label-hidden"><div class="field-items"><div class="field-item even" property="content:encoded"> <div style="clear:both;"> <p paraeid="{2f6f33ca-213e-48c1-b005-1bb151f5b882}{249}" paraid="1706947517"><span xml:lang="EN-GB">W</span><span xml:lang="EN-GB">hen&nbsp;</span><span xml:lang="EN-GB">you&rsquo;re read</span><span xml:lang="EN-GB">y</span><span xml:lang="EN-GB">&nbsp;to</span>&nbsp;<span xml:lang="EN-GB">establish a contract desk in the&nbsp;</span><span xml:lang="EN-GB">U.S.</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;one of the most important decisions you</span><span xml:lang="EN-GB">&nbsp;wi</span><span xml:lang="EN-GB">ll&nbsp;</span><span xml:lang="EN-GB">make is the best location&nbsp;</span><span xml:lang="EN-GB">for</span><span xml:lang="EN-GB">&nbsp;set</span><span xml:lang="EN-GB">ting it</span><span xml:lang="EN-GB">&nbsp;up</span><span xml:lang="EN-GB">.&nbsp;</span></p> </div> <div style="clear:both;"> <p paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{32}" paraid="67233364"><span xml:lang="EN-GB">A data-driven approach is important in this process</span><span xml:lang="EN-GB">. So, to give you an idea of which&nbsp;</span><span xml:lang="EN-GB">U.S.&nbsp;</span><span xml:lang="EN-GB">states&nbsp;</span><span xml:lang="EN-GB">onboard the most and&nbsp;</span><span xml:lang="EN-GB">least contract workers,&nbsp;</span><a href="http://pgcgroup.com/" rel="noreferrer" target="_blank"><span xml:lang="EN-GB">PGC</span></a><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;a workforce management platform for the U</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">S</span><span xml:lang="EN-GB">.</span>&nbsp;<span xml:lang="EN-GB">and</span><span xml:lang="EN-GB">&nbsp;Canada</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;have put together&nbsp;</span><span xml:lang="EN-GB">this heat map</span><span xml:lang="EN-GB">.</span></p> <p paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{32}" paraid="67233364"><img alt="" src="https://futureofsourcing.com/sites/default/files/PGC%20onboard%20heatmap%20600_0.png" /></p> </div> <div style="clear:both;"> <p paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{79}" paraid="1478377546"><span xml:lang="EN-GB">This isn&rsquo;</span><span xml:lang="EN-GB">t an&nbsp;</span><span xml:lang="EN-GB">overall reflection of the&nbsp;</span><span xml:lang="EN-GB">U.S.</span><span xml:lang="EN-GB">&nbsp;c</span><span xml:lang="EN-GB">ontingent workforce, but a high-</span><span xml:lang="EN-GB">level&nbsp;</span><span xml:lang="EN-GB">view of PGC&rsquo;</span><span xml:lang="EN-GB">s workforce.</span>&nbsp;<span xml:lang="EN-GB">Each</span><span xml:lang="EN-GB">&nbsp;U</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">S</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">&nbsp;state varies</span>&nbsp;<span xml:lang="EN-GB">from laws and taxes to talent pool</span><span xml:lang="EN-GB">&nbsp;and time zone, so you&rsquo;ll need to do thorough research&nbsp;</span><span xml:lang="EN-GB">before making any business</span>&nbsp;<span xml:lang="EN-GB">decisions. If you do this, then you&rsquo;l</span><span xml:lang="EN-GB">l be&nbsp;</span><span xml:lang="EN-GB">in the&nbsp;</span><span xml:lang="EN-GB">best&nbsp;</span><span xml:lang="EN-GB">position</span>&nbsp;<span xml:lang="EN-GB">to focus on&nbsp;</span><span xml:lang="EN-GB">a market that will support your business as it grows.&nbsp;</span></p> </div> <div style="clear:both;"> <p paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{141}" paraid="831903894"><strong>Insights</strong></p> </div> <div style="clear:both;"> <p paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{149}" paraid="303206883"><span xml:lang="EN-GB">When we look at the heat</span>&nbsp;<span xml:lang="EN-GB">map</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;we can see&nbsp;</span><span xml:lang="EN-GB">the following</span><span xml:lang="EN-GB">:&nbsp;</span></p> <ol> <li paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{149}" paraid="303206883"><span xml:lang="EN-GB">Perhaps unsurprisingly, the states with the highest number of <a href="https://futureofsourcing.com/the-rules-of-outsourcing-have-changed" target="_blank">contingent workers</a> are New York, California, Massachusetts, Texas&nbsp;</span><span xml:lang="EN-GB">and</span><span xml:lang="EN-GB">&nbsp;New Jersey.&nbsp;</span></li> <li paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{149}" paraid="303206883"><span xml:lang="EN-GB">Meanwhile, the states with the lowest number of contingent workers are New Hampshire, Alaska, Wyoming, North Dakota, South Dakota, Arkansas&nbsp;</span><span xml:lang="EN-GB">and</span><span xml:lang="EN-GB">&nbsp;Mississippi.</span></li> <li paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{149}" paraid="303206883"><span xml:lang="EN-GB">IT</span><span xml:lang="EN-GB">&nbsp;professionals make</span><span xml:lang="EN-GB">&nbsp;up 44</span><span xml:lang="EN-GB">&nbsp;percent</span>&nbsp;<span xml:lang="EN-GB">of our workfor</span><span xml:lang="EN-GB">ce. These workers are being placed into a variety of</span>&nbsp;<span xml:lang="EN-GB">end-clients across different</span><span xml:lang="EN-GB">&nbsp;industries</span><span xml:lang="EN-GB">,&nbsp;</span><span xml:lang="EN-GB">which is in part&nbsp;due&nbsp;to&nbsp;agencies focusing on&nbsp;a niche technology or skillset. A good example of this is a company like Salesforce&nbsp;</span><span xml:lang="EN-GB">that&nbsp;</span><span xml:lang="EN-GB">services multiple</span>&nbsp;<span xml:lang="EN-GB">industries.</span></li> <li paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{149}" paraid="303206883"><span xml:lang="EN-GB">We can also see that&nbsp;</span><span xml:lang="EN-GB">California, Texas and the North</span><span xml:lang="EN-GB">e</span><span xml:lang="EN-GB">ast</span><span xml:lang="EN-GB">&nbsp;region&nbsp;</span><span xml:lang="EN-GB">have a&nbsp;</span><span xml:lang="EN-GB">high concentration of workers placed</span><span xml:lang="EN-GB">, but what the map&nbsp;</span><span xml:lang="EN-GB">doesn&rsquo;t sho</span><span xml:lang="EN-GB">w is the growth potential of</span><span xml:lang="EN-GB">&nbsp;states such as Florida, Georgia, North Carolina, Illinois and Pennsylvania.&nbsp;</span><span xml:lang="EN-GB">L</span><span xml:lang="EN-GB">es</span><span xml:lang="EN-GB">s workers have been&nbsp;</span><span xml:lang="EN-GB">hired&nbsp;</span><span xml:lang="EN-GB">in these states</span><span xml:lang="EN-GB">,</span><span xml:lang="EN-GB">&nbsp;but that</span><span xml:lang="EN-GB">&nbsp;doesn&rsquo;t mean&nbsp;</span><span xml:lang="EN-GB">there aren&rsquo;t&nbsp;</span><span xml:lang="EN-GB">workers to place</span><span xml:lang="EN-GB">.</span></li> <li paraeid="{09464e9b-3b3d-48f4-ac91-a0ab5d484570}{149}" paraid="303206883"><span xml:lang="EN-GB">Our heat</span>&nbsp;<span xml:lang="EN-GB">map shows&nbsp;</span><span xml:lang="EN-GB">onboards</span><span xml:lang="EN-GB">&nbsp;across the U</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">S</span><span xml:lang="EN-GB">.,</span><span xml:lang="EN-GB">&nbsp;but <a href="https://futureofsourcing.com/qa-with-inna-koldorf-employing-workers-in-canada" target="_blank">Canada also holds&nbsp;</a></span><a href="https://futureofsourcing.com/qa-with-inna-koldorf-employing-workers-in-canada" target="_blank"><span xml:lang="EN-GB">potential opportunities</span></a><span xml:lang="EN-GB">, particularly&nbsp;</span><span xml:lang="EN-GB">around Toronto, Ontario. According to research done by<span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">which is in part</span></span><span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">&nbsp;</span></span><span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">d</span></span><span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">ue</span></span><span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">&nbsp;to</span></span><span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">&nbsp;agencies focusing on</span></span><span style="font-size: 12pt; -webkit-font-smoothing: antialiased; box-sizing: border-box; color: rgb(37, 36, 35); font-family: &quot;Segoe UI&quot;, &quot;Helvetica Neue&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, Helvetica, Arial, sans-serif; font-variant-ligatures: normal; orphans: 2; widows: 2; background-color: rgb(255, 255, 255);"><span style="-webkit-font-smoothing: antialiased; box-sizing: border-box;">&nbsp;a niche technology or skillset.</span></span>&nbsp;PGC, Toronto is the&nbsp;</span><span xml:lang="EN-GB">fourth most</span><span xml:lang="EN-GB">-</span><span xml:lang="EN-GB">populous area in terms of workers placed, with Ontario coming in&nbsp;</span>&nbsp;<span xml:lang="EN-GB">fifth</span> <span xml:lang="EN-GB">&nbsp;at the state/province level.</span></li> </ol> </div> <div> <div style="clear:both;"> <p paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{103}" paraid="1711126832"><strong><span xml:lang="EN-GB">Location,&nbsp;</span><span xml:lang="EN-GB">L</span><span xml:lang="EN-GB">ocation,&nbsp;</span><span xml:lang="EN-GB">L</span><span xml:lang="EN-GB">ocation</span></strong></p> </div> <div style="clear:both;"> <p paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{121}" paraid="970587608"><span xml:lang="EN-GB">Besides&nbsp;</span><span xml:lang="EN-GB">the&nbsp;</span><span xml:lang="EN-GB">potential</span><span xml:lang="EN-GB">&nbsp;for</span><span xml:lang="EN-GB">&nbsp;placements,&nbsp;</span><span xml:lang="EN-GB">y</span><span xml:lang="EN-GB">ou&rsquo;ll need to consider your target market and growth pote</span><span xml:lang="EN-GB">ntial in differ</span><span xml:lang="EN-GB">ent states and cities, as well as varying tax rates, filing fees, infra</span><span xml:lang="EN-GB">structure and geographic cover</span><span xml:lang="EN-GB">age. Considering how a time zone overlaps with your existing business hours and the availability of talent in your specific industry are also important factors</span><span xml:lang="EN-GB">&nbsp;in&nbsp;</span><span xml:lang="EN-GB">identifying the right area.</span><span xml:lang="EN-GB">&nbsp;I</span><span xml:lang="EN-GB">t&rsquo;s good to ask yourself some questions&nbsp;</span><span xml:lang="EN-GB">and to consider where you see the future of your business:</span></p> <ul> <li paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{121}" paraid="970587608">Are there good local universities to hire your internals as you grow?</li> <li paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{121}" paraid="970587608">Does your chosen sector have growth prospects or is it in a state of decline?</li> <li paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{121}" paraid="970587608"><span xml:lang="EN-GB">Does&nbsp;</span><span xml:lang="EN-GB">a potential&nbsp;</span><span xml:lang="EN-GB">location match with you</span><span xml:lang="EN-GB">r chosen sector in terms of&nbsp;</span><span xml:lang="EN-GB">demand from clients and a supply of candidates?</span></li> <li paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{121}" paraid="970587608"><span xml:lang="EN-GB">What is the level of competition in your area and how saturated</span>&nbsp;<span xml:lang="EN-GB">is&nbsp;</span><span xml:lang="EN-GB">the m</span><span xml:lang="EN-GB">arket</span><span xml:lang="EN-GB">?</span>&nbsp;&nbsp;</li> </ul> </div> </div> <div style="clear:both;"> <p paraeid="{cabd6020-a20c-41c6-90cf-95eda66eaf6a}{213}" paraid="1784963487"><span xml:lang="EN-GB">The U</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">S</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">&nbsp;offers plenty of attractive prospects for a growing business</span>&nbsp;<span xml:lang="EN-GB">but venturing into any new market can be equally daunting and rewarding for any business leader.</span><span xml:lang="EN-GB">&nbsp;The U</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">S</span><span xml:lang="EN-GB">.</span><span xml:lang="EN-GB">&nbsp;is particularly complex, with each&nbsp;</span><span xml:lang="EN-GB">state operating differently in culture and employment laws.&nbsp;</span><span xml:lang="EN-GB">Making the right decisions and getting expert advice early on will give your business</span><span xml:lang="EN-GB">&nbsp;the best chance of prospering and will help to avoid headaches, and even penalties&nbsp;</span><span xml:lang="EN-GB">down the road</span><span xml:lang="EN-GB">.&nbsp;</span></p> </div> <p>&nbsp;</p> </div></div></div><div class="field field-name-field-tags field-type-taxonomy-term-reference field-label-inline clearfix"><div class="field-label">Tags:&nbsp;</div><div class="field-items"><div class="field-item even" rel="dc:subject"><a href="/tags/contingent-workforce" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Contingent Workforce</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/human-resources-hr" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Human Resources (HR)</a></div><div class="field-item even" rel="dc:subject"><a href="/tags/nearshoring" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Nearshoring</a></div><div class="field-item odd" rel="dc:subject"><a href="/tags/innovation" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Innovation</a></div><div class="field-item even" rel="dc:subject"><a href="/tags/talent-procurement" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Talent Procurement</a></div></div></div><div class="field field-name-field-addthis field-type-addthis field-label-hidden"><div class="field-items"><div class="field-item even"><div class="addthis_toolbox addthis_default_style " addthis:title="Want to set up a contract desk in the U.S.? Here&amp;rsquo;s where to start. - Future of Sourcing" addthis:url="https://futureofsourcing.com/want-to-set-up-a-contract-desk-in-the-us-heres-where-to-start"><a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_linkedin"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_facebook"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_twitter"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_googleplus"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_pinterest_share"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_reddit"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_email"></a> <a href="https://www.addthis.com/bookmark.php?v=300" class="addthis_button_print"></a> </div> </div></div></div><div class="field field-name-field-region field-type-taxonomy-term-reference field-label-inline clearfix"><div class="field-label">Region:&nbsp;</div><div class="field-items"><div class="field-item even"><a href="/regions/north-america" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">North America</a></div></div></div> Mon, 03 Dec 2018 21:20:56 +0000 Catriona O’Kane 1327 at https://futureofsourcing.com https://futureofsourcing.com/want-to-set-up-a-contract-desk-in-the-us-heres-where-to-start#comments